9781454839262-1454839260-Negotiation: Theory and Strategy (Aspen Casebook Series)

Negotiation: Theory and Strategy (Aspen Casebook Series)

ISBN-13: 9781454839262
ISBN-10: 1454839260
Edition: 3
Author: Russell Korobkin
Publication date: 2014
Publisher: Aspen Opco Llc
Format: Hardcover 488 pages
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Book details

ISBN-13: 9781454839262
ISBN-10: 1454839260
Edition: 3
Author: Russell Korobkin
Publication date: 2014
Publisher: Aspen Opco Llc
Format: Hardcover 488 pages

Summary

Negotiation: Theory and Strategy (Aspen Casebook Series) (ISBN-13: 9781454839262 and ISBN-10: 1454839260), written by authors Russell Korobkin, was published by Aspen Opco Llc in 2014. With an overall rating of 4.0 stars, it's a notable title among other Conflict Resolution & Mediation (Human Resources, Legal Education, Arbitration, Negotiation & Mediation, Rules & Procedures) books. You can easily purchase or rent Negotiation: Theory and Strategy (Aspen Casebook Series) (Hardcover) from BooksRun, along with many other new and used Conflict Resolution & Mediation books and textbooks. And, if you're looking to sell your copy, our current buyback offer is $46.82.

Description

Unlike other books that focus on the nuts-and-bolts of the negotiation process, this text s conceptual approach draws on psychology, cutting-edge scholarship, and law to create an analytical framework with which students can learn to think about negotiation strategy before applying the framework to specific negotiation problems and contexts.

Features:

  • Restructured treatment of the psychology of persuasion
  • Part III framed to emphasize the critical importance of the relationship between negotiators
  • Treatment of trust expanded with more discussion of extensive experimental data
  • New treatment of the how to deal with the negative emotions that result from conflict
  • Completely new simulations added to reinforce bargaining zone analysis, persuasion techniques, coping with emotions, and principal-agent relationships in negotiation
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